Interpersonal relationships moderate the effect of faces on person judgments

Tuk, Mirjam; Verlegh, Peeter W.J.; Smidts, Ale; Wigboldus, D.H.J.

doi:10.1002/ejsp.576

Cited by 17 publications

(10 citation statements)

References 20 publications

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“…Similar to many other social judgments, our trust to other people is never a fixed impression but rather dynamically changing during social interactions (Tuk et al, 2009). In this current study, we investigated how noneconomic social interactions change interpersonal trust evaluations.…”

Section: Discussionmentioning

confidence: 89%

Gaze towards my choice: Noneconomic social interaction changes interpersonal trust only with positive feedback

et al. 2020

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Trust is a crucial foundation of human society, dynamically changing along with interpersonal interactions. Previous research suggested that both gaze behaviors and affective states might influence our trust evaluation. Here, we created an uncertain decision-making environment to investigate how these two aspects change interpersonal trust during social interactions. Specifically, participants made a forced choice between two price-matched goods to determine which one was more expensive. After participants made a choice, the face in the center of the screen would gaze towards or away from the participants' choice, and then participants would receive timely feedback informing whether their choice was correct or not. In Experiment 1 (N = 34), we found people increased their trust ratings for gaze-followers but reduced them for gaze-unfollowers when they received positive feedback, but stayed with their initial judgments when receiving negative feedback. Experiment 2 (N = 20) and Experiment S1 (N = 20) further revealed the same change patterns on participants' trust investments in different conditions. These results suggest that gaze-following behavior can change people's trust evaluations as well as trust behaviors, while affective states induced by different feedback modulate this process in a flexible manner.

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Section: Discussionmentioning

confidence: 89%

Gaze towards my choice: Noneconomic social interaction changes interpersonal trust only with positive feedback

et al. 2020

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“…If data are not available, customer interactions might be used to generate the data. It is possible to observe and deduce personality characteristics in a very short time (Tuk et al , 2008), and even the time for a personal account opening is long enough for a sound evaluation of a retail banking customer's personality. The situation is even simpler for private wealth management contexts, where there are even more and longer personal encounters with the sales personnel.…”

Section: Discussionmentioning

confidence: 99%

Self‐service technology for sales purposes in branch banking

Berger

2009

International Journal of Bank Marketing

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PurposeThis article aims to explain the adoption of self‐service technology with pro‐active sales applications (automated teller machines or kiosk systems) in brick‐and‐mortar outlets with special respect to personality traits, relationship characteristics and previous online banking usage.Design/methodology/approachA theoretical framework is proposed, extending well proven technology adoption models by moderating effects from personality traits and customer relationship characteristics. An empirical study using survey and customer account data from customers of a European retail bank assesses the usage antecedents, separately for adopters of online‐banking and non‐adopters.FindingsThe study validates the framework and identifies relevant moderating effects.Research limitations/implicationsThe study was carried out solely in one country, but provides a starting point for more international research.Practical implicationsThe results call for a clear decision in the multi‐channel strategy about which customer segment should be targeted, as previous online‐banking adopters show different adoption behavior. The development and the communication of self‐service technology (SST) should reflect the strong drivers of adoption and, e.g. use a socio‐technical approach. Customer personality traits require increased attention, should be systematically recorded and may support individualized promotional campaigns for SST.Originality/valueThe article is the first to explain the adoption of in‐branch self‐service applications for sales purposes and integrate the moderating effects of personality and relationship.

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“…Wearing cosmetics can be considered as one of the many different ways for enhancing one's appearance. Faces are often very important when interacting with others because an impression is often formed and based on facial features (Tuk, Verlegh, Smidts & Wigboldus, 2008). Moreover, facial characteristics tend to influence human judgments owing to whether they are attractive or not (Fink & Neave, 2005).…”

Section: Cosmetics: Makeup and No Makeupmentioning

confidence: 99%

Gauging Eve: A Study on the Effect of Appearance Cues on the Attitude towards Women

Lahiri¹,

Prasad²,

Chatterjee³

et al. 2020

Gender Women Stud

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This study aims to determine the effect of appearance cues (clothes, cosmetics and hair length) on the attitudes towards women. Young unmarried Indian adults of 18-25 years were divided into groups of males (N=30) and females (N=30). Their general attitudes towards women were assessed using the Attitudes towards Women Scale. They were shown photographs of female models dressed in formal and informal clothes, with and without make-up and with short and long hair. On the basis of these photographs, participants were asked to indicate the valency of their attitude towards them in the familial, social and employability domains. After the Pearson correlation coefficient and t-test were conducted, higher scores on AWS scale, indicating egalitarian beliefs, were found to be associated with higher acceptance of different clothing, hair and makeup styles. Other significant correlations between clothing, hair and makeup were found.

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Interpersonal relationships moderate the effect of faces on person judgments

Abstract: AND KEYWORDS AbstractPrevious research suggests that people form impressions of others based on their facial appearance in a very fast and automatic manner, and this especially holds for trustworthiness.

Cited by 17 publications

References 20 publications

Gaze towards my choice: Noneconomic social interaction changes interpersonal trust only with positive feedback

Gaze towards my choice: Noneconomic social interaction changes interpersonal trust only with positive feedback

Self‐service technology for sales purposes in branch banking

Gauging Eve: A Study on the Effect of Appearance Cues on the Attitude towards Women

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